campaign for clear licensing roundtable 23rd september 2013
DESCRIPTION
This presentation facilitated the discussion at the first Campaign for Clear Licensing Roundtable in Canary Wharf in September.TRANSCRIPT
Campaign for Clear Licensing
Roundtable 23rd September Martin Thompson
www.ClearLicensing.org
Introductions
• Apologies• Housekeeping • Chatham House Rule (Free
discussion, Anonymity) • Roundtable
“When a meeting, or part thereof, is held under the Chatham House Rule, participants are free to use the information received, but neither the identity nor the affiliation of the speaker(s), nor that of any other participant, may be revealed.”
Agenda
• Introductions • Campaign (CCL) Progress Report • Discussion• Software Audit Code of Conduct
Why CCL?
• BSA, SIIA, FAST• Providing a voice for licensing buyers• Licensing is complicated:– Absurd License metrics– Dubious selling tactics– Confusing terms that change too quickly
• Deliverables – What will CCL do?– Code of conduct – Highlight bad practice – Lobby– Reward
• Guiding Principles– Publisher Independent– Not for profit – Constructive and positive – Vendor Management
What is CCL?
Industry Feedback
• Industry Feedback June-August 2013 – 28 key points raised– Distilled into 8 core principles– Distilled into 4 Core Primary Objectives /
Mission
The business model
Feedback commentary
1. Fees for being part of CCL, what are they, how do they work?
2. How will CCL make money? Will it be interested in partnering with the intermediaries
3. There is interest in a subscription based approach
Core Principle
* Feedback commentary sourced from responses to publication of Barium manifesto
Licence models
Target audiences
Business model
Standards
Improving relationships
Scope of CCL
Intermediaries and resellers
Audit processes
What is the scope of CCL?
4. Is there a line in the sand after which CCL acts, or will focus on retrospective agreements?
5. Needs to be independent of ITAM Review
6. How will CCL bridge the gap between countries / continents / industries
7. Will CCL regulate selling practices, misselling and misrepresentation
Core Principle Feedback commentary
Licence models
Target audiences
Business model
Standards
Improving relationships
Scope of CCL
Intermediaries and resellers
Audit processes
So exactly who are the target audiences?
8. Impact on end-customer service and risk to existing business model
9. Which vendors should be focussed on first?
10. What are we trying to protect, who is the target audience
Core Principle Feedback commentary
Licence models
Target audiences
Business model
Standards
Improving relationships
Scope of CCL
Intermediaries and resellers
Audit processes
There must be recognition that audit processes need to be addressed
11. Affect on audit and discovery tools
12. Agreement on audit processes. Auditors may not use incumbent SAM tools and use their own instead. What benefit therefore of discovery tools?
Core Principle
13. The vendor stacks the deck in their favour by forcing their audit processes.
Feedback commentary
Licence models
Target audiences
Business model
Standards
Improving relationships
Scope of CCL
Intermediaries and resellers
Audit processes
What standards exist and which should CCL help champion?
14. How do you count certain software types, old software, upgrades, discount programs
15. There are no common standards across the industry, its a one sided game at the moment
16. Alignment to standards - ISO 19770-3
Core Principle Feedback commentary
Licence models
Target audiences
Business model
Standards
Improving relationships
Scope of CCL
Intermediaries and resellers
Audit processes
Licence models must be clear, transparent and efficient in their delivery
17. Big publishers like complicated licencing models
18. Clear licence paths and roadmaps are a requirement, especially if split or amalgamating products
19. Licencing needs to be transparent if not simple
Core Principle
20. Lack of direction and guidelines to track software compliance
21. There has to be an agreement among users and manufacturers on what licence type is measured and how
Feedback commentary
Licence models
Target audiences
Business model
Standards
Improving relationships
Scope of CCL
Intermediaries and resellers
Audit processes
CCL will support the development of better relationships between customer, vendor and reseller
22. Development of strategic relationships with vendors
23 Annual awards for vendors, nominated by and voted on by customers
24. What can software publishers do to improve licencing terms, discovery, purchase records
Core Principle Feedback commentary
Licence models
Target audiences
Business model
Standards
Improving relationships
Scope of CCL
Intermediaries and resellers
Audit processes
Resellers and intermediaries must define their role in licence management
25. What is the interest of the resellers and secondary suppliers? Do they have loyalty to vendor or customer?
26. Resellers may not have your interests at heart or be in league with the vendors
27. Deliver the ability to meet the requirement to e-enable all services where appropriate
28. Partner status with vendor of resellers needs to be audited by CCL and linked specifically to SAM
Core Principle
Licence models
Target audiences
Business model
Standards
Improving relationships
Scope of CCL
Intermediaries and resellers
Audit processes
Feedback commentary
Objectives, principles and outcomes for CCL
Support development of standards
Clarity about customers, vendors and resellers to be approached. E.g. Business not consumer, top 25 major vendors, SMEs included?
Maintain independence and create a uniform approach
Drive conformity and transparency into vendor audit practices
Drive transparency and simplicity into licence models
Extent of role of CCL in driving change into the software industry
Help identify the role of intermediaries and clarity into any partner programs.
Core Principle Principle Description
Primary Objectives
Propagating responsible vendors and
informed customers
Drive common industry
processes
Licence models
Clarity of CCL's role
Minimise the “us and them” approach that currently exists across much of the market
Licence models
Target audiences
Business model
Standards
Improving relationships
Scope of CCL
Intermediaries and resellers
Audit processes
Discussion Points
From what we will do…. To how will we do it?
1. What will CCL do for you?2. How should key industry stakeholders
participate (Software Publishers, Software Resellers, Customers / End Users, SAM Consultants, Tool Manufacturers / Service Providers)
3. How should it be financed? 4. How should it be governed?
Software AuditCode of Conduct
“The Campaign for Clear Licensing will consider all complaints against organizations that have not followed the code with a view to stamping out unprofessional behaviour and raising standards. Contact us in confidence to discuss breaches of this code.”
1. Terminology / Types of Audit2. Audit Engagement3. Data and Working with Third Parties4. Audit Results
Software AuditCode of Conduct
1. Terminology / Types of Audit– Friendly audit / self-audit / sales led – Contractual audit– Legal audit
2. Audit Engagement– Scope – Products / Geographies – Agreement on what constitutes entitlement, install / usage – Audit reconciliation process / transparency over calculations– Client Expectations / resources required– Timescales / use of pressure / aggression
3. Data and Working with Third Parties– Working with partners and third parties – Conflicts of interest / commercial transparency – Data protection / Privacy
4. Audit Results– Dispute resolution – Audit results / closure / recommendations